Field Technology Office, Senior Director

Palo Alto Networks•Chicago, IL

10d•Remote

About The Position

The Senior Director will work with Idira (CyberArk) customers, prospects, ecosystem partners, and market opinion leaders as part of the Identity Field Technology Office. The team leads global technical sales strategy and defines how sellers bring Palo Alto Networks’ identity solutions to market. The role spans Idira’s identity security technologies, with particular emphasis on securing modern environments and helping customer executives rethink traditional PAM, IAM, and IGA approaches in favor of platformization. The position partners with domain consultants, sales, solutions, marketing, product management, channel partners, and regional sales leaders to develop compelling offerings and make Idira’s thought leadership and technical concepts more accessible. Most time is spent directly engaging customer and prospect leaders, concentrated in and around the US Central region, with opportunities for global impact. The role develops strategies to accelerate technical presales activity and establishes standards for customer-facing technical and outcomes discussions. As a visionary and industry expert at the intersection of business and technology, the Senior Director applies experience architecting, building, and taking solutions to market across industry subverticals and global customers and partners. The role also serves as the technical voice of the customer, bringing customer insights and real-world experience to product, solutions, and engineering teams to inform product development and competitive differentiation. The position is remote, with collaboration across hybrid teams and a need to be based in or regularly travel to the US Central region.

Requirements

Deep experience in identity and access management, privileged access management, and machine identity security.
Experience building and executing programs across identity security domains with large organizations.
Successful track record architecting, building, and taking solutions to market across industry subverticals and global customers and partners.
Strong presentation skills, including the ability to tailor guidance to audience needs and technical levels, from C-level to technical audiences.
Based in or able to regularly travel to the US Central region.
Ability to combine strategy with execution and lead technical go-to-market efforts by example.
Well-rounded technology expertise and a strong interest in how evolving technology can create positive impact.
Creative, inquisitive, and collaborative approach, with an interest in learning and strengthening technical go-to-market capabilities.

Responsibilities

Build trusted relationships with technical stakeholders and leaders at strategic customers and partners; participate in product and solution briefings and lead co-innovation projects.
Represent customer needs by identifying industry trends, functional requirements, and technical gaps, and partner with product management on prioritization.
Create technical selling assets, including concept slides, executive briefing materials, use cases, demonstration guidance, go-to-market play concepts, and solutions.
Work with business transformation and solution specialist go-to-market teams to prioritize industry-specific capabilities and bring Palo Alto Networks’ strategy and vision to market.
Collaborate with presales leadership, go-to-market leadership, and enablement and excellence teams to scale successful motions by enabling and activating sales engineering and business teams.
Identify, recruit, and map potential ISV partners and marketplace providers for target reference architectures, data sets, and use cases.
Enable the technical sales team on industry trends and solution offerings.
Lead executive briefing center technical and roadmap or vision discussions.
Collaborate with the technical community to provide feedback and influence future product development.
Contribute to industry marketing activities such as webinars, conferences, and blogs.
Develop strategies to accelerate technical presales activity and set standards for customer-facing technical and outcomes discussions.
Partner across customer-facing, sales, product, solutions, engineering, and partner organizations to strengthen technical go-to-market execution and Idira’s thought leadership.